Regional Director, Market Development

US Green Building Council • Remote, US,

2h • $190,000 - $210,000 • Remote

About The Position

The Regional Director, U.S. Market Development leads the market development and sales strategy for the U.S. market, advancing USGBC and GBCI’s mission by increasing adoption of green building products, services, and solutions. The role is accountable for regional revenue growth, strategic customer and partner relationships, and the performance of a geographically distributed team of market leads. Responsibilities include setting priorities and performance expectations, coaching and developing team members, managing sales targets and forecasts, and building a multi-year U.S. strategic and revenue plan.

The position works with the Global Head of Market Development and collaborates with global market development leadership and cross-functional teams, including Sales Operations, Account Management, Client Solutions, Marketing and Communications, Product, Advocacy, and Policy. It represents USGBC and GBCI with customers, sponsors, partners, industry leaders, policymakers, and at relevant industry events. The role also supports sales enablement, CRM and reporting practices, commercial decision-making, and continuous improvement, while escalating matters requiring executive approval.

This is a remote position in the U.S., with a Monday-to-Friday schedule of 9:00 AM to 5:30 PM in the candidate’s time zone. Flexibility to work with international time zones and domestic or international travel may be required as business needs require.

Requirements

• At least 15 years of progressively responsible experience in B2B sales, business development, or market development.
• Executive-level experience leading, motivating, supervising, and developing sales teams in a geographically distributed or multi-market environment.
• Demonstrated success leading sales teams that achieve or exceed revenue, pipeline, and commercial growth objectives.
• Proven ability to develop and implement market development and sales strategies that improve effectiveness, build pipeline, and deliver sustainable revenue growth.
• Extensive experience managing strategic customer relationships, renewals, cross-selling, upselling, and complex commercial opportunities.
• Strong negotiation and consultative selling experience, including engaging senior executives and decision-makers and coaching sales professionals in these capabilities.
• Experience leading sales or market development teams across multiple territories, countries, or geographic markets.
• Experience establishing sales targets, managing commercial forecasts, and holding distributed teams accountable for measurable outcomes.
• Experience collaborating with global or multinational commercial teams on cross-functional alignment and shared objectives.
• Knowledge and experience in the green building industry.
• Experience developing strategic partnerships, sponsorships, and relationships with industry associations or policymakers.
• Bachelor’s degree in business administration, marketing, international business, finance, sustainability, real estate, or a related field.
• Proficiency with Salesforce or a comparable CRM platform, including using data to manage pipeline, forecast revenue, and drive team performance.
• Advanced proficiency with CRM reporting, sales pipeline dashboards, forecasting tools, and commercial performance analytics.
• Proficiency with Microsoft 365 applications, including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable productivity and collaboration platforms.
• Experience with sales reporting and business intelligence tools such as Microsoft Power BI, Tableau, or comparable analytics platforms.
• Experience using digital collaboration, virtual meeting, and performance management tools to lead and develop geographically distributed teams.
• Strong leadership and people-management skills, including motivating, developing, and holding high-performing sales teams accountable.
• Excellent interpersonal skills, including empathy, active listening, respect, and relationship-building ability.
• Strong strategic planning, negotiation, consultative selling, and executive relationship management skills.
• Excellent written and verbal communication skills, including the ability to represent the organization with senior stakeholders.
• Strong analytical, problem-solving, and decision-making skills.
• Ability to manage multiple initiatives, competing priorities, and deadlines while delivering expected outcomes.
• Self-directed, detail-oriented, and organized, with the ability to work effectively in a distributed or multi-location leadership environment.
• Ability to lead and develop sales teams across geographic markets while maintaining consistent performance expectations and engagement.
• Strong financial and commercial acumen, including evaluating revenue performance, pipeline health, forecast accuracy, and resource priorities.
• Ability to collaborate effectively with global stakeholders across cultures, functions, and time zones.
• Commitment to the missions of USGBC and GBCI and interest in advancing sustainability in the built environment.

Nice To Haves

• Experience in real estate, sustainability, high-performance buildings, or related professional services.
• Demonstrated commitment to advancing green building market transformation and sustainable building practices.
• Master’s degree in business administration, business leadership, sustainability management, or a related discipline.
• LEED Green Associate or LEED AP credential.
• Professional certifications in sales leadership, strategic account management, business development, or Salesforce.
• Candidates advancing in the interview process will be required to complete an assessment; further details will be provided as the process progresses.

Responsibilities

• Lead the planning, development, and execution of U.S. market development and sales strategy to grow revenue, product and service adoption, and market engagement.
• Develop a multi-year strategic and revenue plan aligned with organizational objectives.
• Oversee territory-specific sales plans across assigned markets, balancing consistent commercial priorities with regional conditions and opportunities.
• Directly supervise, coach, develop, and manage the performance of U.S. market leads; set priorities, expectations, targets, and individual development objectives.
• Attract, motivate, empower, and retain a high-performing team and foster a collaborative, accountable, results-oriented environment.
• Own U.S. revenue and sales targets and team KPIs, allocate approved targets across territories, and remain accountable for achieving established goals.
• Establish a disciplined sales operating rhythm, including pipeline reviews, forecasting, performance reporting, and coaching discussions.
• Partner with Sales Operations to monitor pipeline health, conversion rates, forecast accuracy, and revenue outcomes; provide consolidated updates and recommendations to leadership.
• Build senior-level relationships with strategic customers, sponsors, partners, and industry leaders to advance commercial opportunities.
• Support market leads in executive relationship development, significant negotiations, and complex sales; provide executive support for high-value, multi-territory, or strategic opportunities while coordinating account ownership.
• Monitor customer needs, market conditions, industry priorities, and emerging opportunities; translate market intelligence into commercial priorities, customer engagement strategies, and product recommendations.
• Share regional market insights with global leadership and cross-functional teams to inform organizational planning and decisions.
• Develop relationships with industry leaders, policymakers, peer organizations, sponsors, members, and strategic partners, identifying opportunities that support organizational objectives, adoption, and revenue growth.
• Coordinate with channel partner account management and relevant teams to ensure consistent partner engagement and clear commercial responsibilities.
• Represent USGBC and GBCI at relevant industry meetings, conferences, and events, including Greenbuild.
• Contribute market insights and content to Marketing and Communications initiatives that support pipeline generation and revenue growth.
• Collaborate with Advocacy and Policy teams on U.S. engagement with government agencies, regulatory bodies, and policymakers concerning supportive policies, access to capital, high-performance buildings, and sustainability technologies.
• Identify barriers to sales success, improve commercial processes, strengthen team capabilities, and promote effective use of sales tools and resources.
• Partner with Sales Operations and Sales Enablement on approved training, coaching, sales methodologies, and process improvements.
• Review team capacity and organizational structure with the Global Head of Market Development and recommend changes to improve efficiency and effectiveness.
• Promote consistent CRM adoption, data quality, forecasting, and performance management across assigned teams and territories.
• Manage performance and commercial decisions within delegated authority; recommend resource allocation, organizational adjustments, and strategic initiatives.
• Escalate significant commercial risks, resource limitations, pricing or contractual exceptions, and decisions requiring executive approval, while aligning with global governance and applicable local requirements.

Benefits

• Competitive compensation.
• 401(k) with employer matching.
• Professional development reimbursement.
• Healthcare plan through Cigna that includes medical, dental, vision, and prescription drug coverage; USGBC covers 100% of premiums and provides an HRA to assist with in-network medical deductible costs.
• 12 paid holidays and 9 paid personal sick days.
• Two to three weeks of PTO depending on career level, including a full-week operations closure between Christmas and New Year’s.
• Six weeks of paid renewal leave after seven years of continuous service.

What This Job Offers

• Job Type: Full-time
• Career Level: Director